So many of the ideas in today's world of
selling particularly around sales training
are really geared towards the beginner,
right?
The person who is just starting out,
who is nervous, is trembling anytime
you're in front of a prospect, is worried
about just not sweating, right the
real basics how to smile how to make eye
contact.
But what about those people like yourself
maybe who are further along who are
comfortable whenever they're in front of a
prospect but feel like you could just
sharpen your saw a little bit.
Well, this video is going to be all about
those Advanced sales training techniques
that are going to help you be that much
more effective.
There are so many ideas that if you
just implemented one or two of these it
will make a huge impact on yourself.
So in this video, I'm going to show you
advance sales training for business
professionals.
Check it out.
Number one distinction is
everything I find that when we're first
learning to sell.
We just want to be like everyone else
right?
We just want to be good enough and that
actually can help at the very beginning
right as long as we're not shaking and
our palms are sweating and we don't
look like a complete Bozo we're actually
doing okay, but then you get to a certain
level of comfort a certain level of
expertise and suddenly you're like
a.
In in that middle of the pack and that's a
problematic place to be now as an advanced
sales professional.
We need to be distinct.
We need to have that mindset where
whatever everyone else is doing.
We are doing the exact opposite.
We need to be a complete opposite of
what that Prospect expects and then
suddenly it's amazing how that distinction
makes you seem so much more high value
in the eyes of the.
Focus on being distinct have a
different approach phrase questions in a
way that are unexpected.
You're going to find that your prospects
are far more receptive to whatever
it is that you're saying number two.
You don't need the business.
This is so key for more advanced
salespeople.
We all have off months and when we
have those off months, I often find
that sales people start to give off
almost like a perfume or an odor of
desperation.
And so when we behave in a way with our
prospects like we do not need the business
suddenly our prospects look at us
like.
Wow, this person is a true professional
when you're talking to prospects say
things like you know what I just want to
determine whether this is really a fit
both ways because I'll tell you right
now not everyone is a fit for what we do
you start sprinkling in Concepts and lines
like that.
Your prospects are gonna be like, wow.
I really am interested in this
person because they don't seem to need my
business number 3.
It's not about French.
Friendships in sales are a real problem.
I want to clarify if you have long-term
clients who are friends of yours.
That's great good for you, but sales and
particularly prospects are not a
place for creating friendships.
So often a lot of sales people in the
middle are real relationship sales
people, they're not top performers
because they're trying to make
friendships with their prospects
friendships are only.
People that are actually buying from
you or of course your friends and your real
life, but we need to let go of this idea
that we want to be friends with our
prospects because when we're trying to
be friends first and foremost as opposed
to actually closing business, what we're
going to do is we're going to sacrifice
and those really important moment.
When we could really hold that prospects
feet to the fire and instead we're just
trying to have a friendship.
And so we're going to have all of these
people who think positively of us, but
don't actually buy.
So let go of the idea that we need to be
having friendships and instead Focus
really much more on being willing to end
a relationship if it's not a fit and
then move on and go on to the.
Next number for cold calling won't get you
there.
This is really big and this is a pretty
big transition in just the past few
years.
If you are an advanced sales person
and you already have a book of business
and you're more of a closer.
You should be spending your time on
closing business.
There are the occasional really
really high level opportunities.
We're making a cold call or sending that
cold email is a worthwhile use of
your time.
But if you are a seasoned Advance
sales professional you.
Should not be making cold calls every
single day.
It's just not the best use of your
time.
You can be doing other things like
using a sales prospecting campaign.
You can have a team of people who are
making calls on your behalf.
You can be using cold email automation.
There are so many other things that you
can be doing to be getting those leads
in front of you.
So that way your focus is converting
cold leads or maybe warm leads into sales
not generating those.
Leads in the first place huge
distinction particularly for
people who are more seasoned.
Your time is better spent on closing.
That's a higher value activity number five.
It's all about them.
Not you now.
This is a really important idea that
as we become more expert in our field
we start to feel like we have the answers.
And sometimes it can turn a selling
situation into a place where it's more
about us than it is about them.
The ultimate moment of where it's about
them is when we're total newbie and we
don't know anything.
So all we can do is focus on the prospect
but as we become better at selling
sometimes our Focus can be more on us
where we have the answers.
So we stop asking those questions.
We stop focusing as much on the Prospect
and this is a critical mistake.
This is a place where sales go wrong.
And I've seen it happen over and over
where a sales person when they're newer
they start to take off and then they hit
this plateau and then they kind of just
ride at this flat level or even go
down.
It's all about them.
Not you number 6 not all questions are
created equal everyone gets the
idea that they're supposed to be asking
questions of prospects yet.
The true top performing sales
people are asking much more effective.
Then everyone else so what we see our
average and mediocre sales performers are
asking a lot of questions around
product.
Do you want the product in this color
or that or would you like it to look like
this or that you know those types of real
in the weeds product-based
questions as opposed to top performers who
are asking the big picture questions who
are focused on value.
Tell me what are the biggest challenges
that you're facing right now from an
operational perspective if.
Able to solve that challenge, what would
it mean in additional profitability to the
organization when you're asking
questions that are about them and are
about what's most important to them and
then you're tying that back to value.
Now you are cooking with absolute fire.
We need to be recognizing that not
all questions are good.
In fact, a lot of questions in sales
are bad.
What we want to do is dig deep and go.
Further down understanding what
the prospect really cares about number 7
get them to articulate value.
This is a real Advance move because
most intermediate or even big of course
beginner salespeople are going to when it
comes to Value it's going to be the
salesperson articulating the ROI
or articulating the value but truly
expert sales people are great at actually
getting the prospect to.
The value now, I actually just kind of
gave away a little bit in the last role
play that I just showed you what
something like this looks like but say
you're getting a prospect to talk
about some of their challenges.
The biggest issues that they're facing
our what they most want to be
accomplishing from a high level
perspective.
Then the question is, George, if you are
able to accomplish this what would it
mean in additional revenues to the
organization or if you are able to solve
those challenges, what would it mean
and increased profitability to do?
When they answer that question now that
number is coming from them.
They can't argue with that number that's
their number they own it.
So now they believe it as fact and this
is so key because now that they have shared
that number that's what the value of
your offering actually brings
assuming you can actually solve the
challenges that they've talked about
they have now told you what the value of
your offering is to.
There are no arguments.
There are no debates.
That's the value get them to articulated
number eight quit talking about price.
This is so important particularly as an
advanced sales professional.
We need to stop talking about price.
Ever all we ever talk about is budget
budget is very different than price
price is what it costs for someone to
do business with you budget is what a
prospect is willing to invest in order to
solve a problem that they have.
Huge distinction.
So when we start to focus on budget, it's
a conversation around them and what they're
willing and able to invest to solve these
challenges that they've discussed
when you talk about price.
It's just the cost of your service or of
your product and quite frankly.
That's an arbitrary number prospects
don't really care.
It's more likely to turn them off when we
start talking about price as opposed to.
Getting into a really in-depth conversation
around budget number 9 jealously guard
your time.
You are an advanced sales professional
you're looking for advanced sales
training the most scarce asset that any
advanced sales person has is their time.
So we need to jealously guard our
time.
Think about how you are spending your
time each and every day if you were an
attorney or a CPA or a doctor you are
literally clocking your.
I'm by the 7 minute increments yet as
sales people who already have a good
book of business who are already selling.
We don't often think about the value of
our time which quite frankly for a top
performing sales person is going to be
more than the value of a partner at a law
firm in downtown Manhattan.
We need to be absolutely guarded
about what we're doing when.
On that sales time that doesn't just
mean not surfing on the internet, but
what it really means is who are we talking
to who are the types of folks that were
willing to have conversations with
get very clear on who is someone that you
want to be talking to and who is someone
that you don't want to be talking to
because once you start to create these
rules for yourself around who you don't
want to be talking to?
Now you free up your time to focus on the
people.
You really want to be talking to jealously
guard your time.
So there is the advanced sales
training for business professionals.
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